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商務(wù)談判人際語(yǔ)言策略研究

商務(wù)談判人際語(yǔ)言策略研究

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作 者: 楊文慧 著
出版社: 科學(xué)出版社
叢編項(xiàng):
標(biāo) 簽: 談判學(xué)

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ISBN: 9787030238146 出版時(shí)間: 2009-05-01 包裝: 精裝
開(kāi)本: 32開(kāi) 頁(yè)數(shù): 289 字?jǐn)?shù):  

內(nèi)容簡(jiǎn)介

  《商務(wù)談判人際語(yǔ)言策略研究》從語(yǔ)篇分析的角度,在綜合諸如社會(huì)語(yǔ)言學(xué)、語(yǔ)用學(xué)、語(yǔ)篇分析等學(xué)科的研究成果上,運(yùn)用話語(yǔ)分析CA(conversation analvsis)的研究方法,探討人際關(guān)系如何影響商務(wù)談判的整體話語(yǔ)結(jié)構(gòu)、言語(yǔ)行為、詞形運(yùn)用以及它們與禮貌策略的內(nèi)在關(guān)聯(lián),并對(duì)跨文化商務(wù)談判中的文化語(yǔ)言現(xiàn)象做了一定的對(duì)比和分析。作者在前人研究的社會(huì)交際和禮貌策略理論基礎(chǔ)上,以真實(shí)的商務(wù)談判對(duì)話為研究語(yǔ)料,分析商務(wù)談判的本質(zhì)和語(yǔ)言運(yùn)用,比如:人際關(guān)系策略、語(yǔ)言策略、禮貌策略等。該研究旨在從語(yǔ)言文化的層面識(shí)別和分析談判會(huì)話的組建、完成、語(yǔ)言表象(比如:句式層面和詞形層面語(yǔ)用的優(yōu)先選擇)以及它們?cè)谏虅?wù)談判中與人際關(guān)系和商務(wù)關(guān)系的內(nèi)在關(guān)系。作者通過(guò)對(duì)談判對(duì)話框架、語(yǔ)言和禮貌策略的分析,以大量的實(shí)證證明,“人際關(guān)系”作為一種文化要素,對(duì)談判的話語(yǔ)模式、語(yǔ)言行為和禮貌策略起著至關(guān)重要的作用。

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圖書(shū)目錄

Foreword
Abstract
Chapter 1 Introduction
1.1 The Social Background
1.2 The Research Background
1.3 Research Objectives
1.4 The Rationale of the Study
1.5 Summary
Chapter 2 Literature Review and Descriptive Framework
2.1 Relevant Research on Business Negotiations
2.1.1 Definition of Negotiation
2.1.2 Current Discourse Studies of Business Negotiations
2.1.3 Current Studies of Interpersonal Communication
2.2 Relevant Studies of Negotiation Structure and Patterns
2.2.1 Prescriptive and Descriptive Models
2.2.2 Social Conversational Structure and Speech Elements
2.3 Negotiation Language and Culture
2.3.1 Business Negotiation Language
2.3.2 Politeness in Communication
2.3.3 Chinese Business Contexts
2.4 Summary
Chapter 3 Research Scope and Methodology
3.1 Introduction
3.2 Research Scope
3.3 Research Methodology
3.3.1 The Data and Transcription Conventions
3.3.2 Subject Selection and Recording Procedures
3.3.3 Analysis Procedure
3.4 The Division of Interpersonal Relationships in Business Negotiations
3.5 Summary
Chapter 4 The Structure of Interpersonal Business Negotiations
4.1 Introduction
4.2 The Global Structure of Business Negotiations
4.2.1 Opening Stage
4.2.2 Negotiating Stage
4.2.3 Closing Stage
4.3 The Conversational Structure of Business Negotiations
4.4 The Impact of Interpersonal Relationship on Business Negotiations
4.5 Summary
Chapter 5 Requests and Politeness Strategies in Business Negotiations
5.1 Introduction
5.2 Requests and Politeness Strategy
5.2.1 Requests and Politeness Strategies in Business Negotiations
5.3 Generic Preference for Business Requests and Politeness Strategies
5.3.1 General Distribution of Politeness Strategies in Business Requests
5.3.2 Interpersonal Variation in Request Strategies and Politeness
5.4 The Impact of Interpersonal Relationship on Business Requests and Interpersonal Politeness System
5.5 Summary
Chapter 6 Metaphors as Politeness Strategies in Business Negotiations
6.1 Introduction
6.2 Metaphors as Politeness Strategies
6.2.1 FTAs
6.2.2 Metaphors as Politeness Strategies in FTAs
6.2.3 Linguistic Realizations of Metaphorical Expression in FTAs
6.2.4 Distribution of Metaphors in Business Negotiations
6.3 Negotiators Generic Preferences for Metaphors in Business Negotiations
6.3.1 Metaphors Used by the BS Group
6.3.2 Metaphors Used by the BF Group
6.3.3 Metaphors Used by the BP Group
6.4 The Impact of Interpersonal Relationship on Metaphors in FTAs
6.5 Summary
Chapter 7 Conclusion
7.1 Introduction
7.2 Summary of the Key Findings
7.3 A Cultural Perspective on Conversational Structure
7.4 A Cultural Perspective on Request
7.5 A Cultural Perspective on Metaphor
7.6 A Cultural Perspective on Interpersonal Business Communication
7.7 Significance
7.8 Limitations
7.9 Summary
References

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